Episode Summary 

In this episode Jody Williamson helps you to see the right approach to selling and persuasion.  This follows the discussion on the wrong approach that came in Rich Cleaner episode #68.

 Show Notes

• The Sandler Sales System
• Bonding & Rapport
• Upfront Contracts
• Pain – Center Point
• Qualification Process
• Decision Process
• Fulfillment (presentation)
• Post Sale (confirming the sale)
• 70/30 rule (Listening vs. talking)
• “Showing up vs. Throwing up”
• “Wimp Junction” – avoid it!

Books mentioned

• The Contrarian Salesperson by Jody Williamson
• You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler

Rich Cleaner is a program for Cleaners, Restorers and other entrepreneurs who want to take their business to a higher level of success. It’s the place you can go for collaboration, contribution, and connections.  Members get marketing strategies, business building tools, tactics for exponential growth and more.  It’s easy to join, and very affordable.  You can learn more about the Elite Cleaners at www.RichCleaner.com

Episode Summary

In this episode Jody Williamson helps you to see the wrong approach to selling and persuasion.  This prefaces the right approach to selling and persuasion that will come in Rich Cleaner episode #69.

 Show Notes

• “ELF Marketing & Selling
• “The Moveable Middle” in selling
• “Old, Traditional Selling Model” (you can do better!)
• Prospects have a “system” for dealing with salespeople
• What is “unpaid consulting” and how to avoid it
• “Prospect is parent, and salesperson is the child” is NOT good
• How are you positioning yourself in selling situations?

People Mentioned

• Joe Polish
• David Sandler

Books mentioned

• The Contrarian Salesperson by Jody Williamson
• You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler

Rich Cleaner is a program for Cleaners, Restorers and other entrepreneurs who want to take their business to a higher level of success. It’s the place you can go for collaboration, contribution, and connections.  Members get marketing strategies, business building tools, tactics for exponential growth and more.  It’s easy to join, and very affordable.  You can learn more about the Elite Cleaners at www.RichCleaner.com